3 Southern Hospitality Tips That Will Increase Your Sales
I am a southerner born and raised. I grew up just south of Atlanta where phrases like “bless your heart” and “how’s your mama doin’?” are a part of everyday vocabulary. Fried is a food group and hanging ferns can never be large enough.
I’d like to think that it has been my own individual southern charm that has helped me be successful in sales all these years, but if I had to guess, it probably also has a little something to do with my upbringing and the lessons that I learned growing up deep in the heart of Dixie.
Didn’t grow up in the south? Well let me share with you some of our down-home selling secrets.
Tip #1: Express Gratitude for Their Visit
In the south, when folks come visiting, we swing open the door, throw a big smile on our faces and say something like “Well, mercy me! I am so glad to see ya’ll! Come on in now and get some tea (by the way, tea in the south always means sweet and on ice).”
Hosting in the south is taken very seriously and being a good host is paramount. Meeting prospects for the first time (or even the second and third time for that matter) should take on the same welcoming feel.
Tip #2: Slow It Down Ya’ll!
Life moves a little more slowly south of the Mason-Dixon, and we like it that way. Front porch conversation is an art form, and there is no need to rush a “visit”. For southerners, these leisurely chats are how bonds of trust are formed.
Most conversations I hear in sales offices feel like the sales person is in a race against time. I literally cringe when I hear salespeople rush their clients through personal conversation.
Take it from this southern girl – slow it down ya’ll! You might be surprised at what you learn and what people will share when given the opportunity.
Tip #3: Show Respect
Showing respect in the south is not considered optional. Women are put into the truck first, old ladies are helped across the street, and a “yes” or “no” answer is always followed by “ma’am” or “sir”.
Far too often in sales, we take an “us vs. them” approach towards interacting with our buyers. Phrases like “buyers are liars” destroy any chance at mutual respect.
We must always remember that buyers are just people looking to improve their lives in some way – which means there is something wrong or missing from their lives right now. They have some type of dissatisfaction, and they need our help!
And don’t just take it from me, take it from the great Ms. Franklin – R.E.S.P.E.C.T find out what is means to your buyer!
Alright, ya’ll – what are you waitin’ for? Get on back to changin’ the world!
